Designing Modern Sales Organizations

Our research over the past two years has focused on examining the impact of rapid changes occurring in the asset and wealth management industry – from the relentless stampede toward low-cost investments and the threat to profit margins to demographic changes and shifting investor expectations to disruptive technologies – on firms’ distribution, marketing, and product strategies. Navigating the Storm, our free white paper released at the beginning of 2018, explored these issues and provided an overview of the investments and changes asset and wealth managers can implement to survive and thrive.

Our latest report, Designing Modern Sales Organizations, delves deeper into how firms can remain competitive by changing five sales paradigms to modernize their approach to advisor coverage, engagement, and territory design. Heavily leveraging technology, this redefined, more modern sales organization will put greater attention on training and development, experiment with organizational structures, and revamp compensation plans to go after the right advisors – in the most profitable way.

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A detailed examination of five changing paradigm in asset management sales organizations.

Defining who to cover.

Defining territories.

Managing territories.

Defining sales roles.

Engaging with advisors.

The implication of those changes for other aspects of the business.

A framework to determine how closely your sales organization is aligned with modern sales organizations.